To Membership Infinity and Beyond Hospice Lotteries Association Conference 2009

The launch pad  Brief introduction to HLP  Why focus on membership?  Outcomes  Question and answer time with Peter

Our universe  Founded in 1997  Run lottery for seven local hospices  Covering Herts, Beds, Bucks, Middlesex  Catchment area of 1.2 million people  13,814 HLP members in January 09  1.15% penetration in our area  Huge potential for growth

Onwards and upwards  Marketing Strategy focused on growing membership to increase revenue  Introduction of membership promoter  Taking HLP membership ‘ask’ to where single ticket sales have been before!

Our mission

To infinity and beyond! Since December 2008 Peter Tarbox has signed up over 2500 NEW MEMBERS.

Blazing forth… … and boldly visiting…  Retail outlets  Shopping centres  High Streets  Garden centres

Planets visited High Wycombe eden Nicholsons shopping centre MAIDENHEAD

Peter Tarbox

The Apollo has landed!  HLP membership to date 16,500  Equates to £140,000 of extra sales  Achieved 1.4% penetration in our catchment areas  Profile of HLP sign ups has changed, 43% standing orders in 2008 compared to 88% in 2009

Question & answer time?  What display/marketing material do you use?  In a retail outlet what is the ideal position for your stand?  Tell us about the sales process Stop. Present. Close  How many people do you approach a day and what percentage stop?  How many of these actually sign up?  What are your average sales a day? Best & worst?  How do you open doors and establish credibility?

Peter Tarbox Any questions?